Most helpful positive review
31 of 31 people found the following review helpful
on 2 March 2009
Excellent book by an experienced sales professional. Practical ideas that make real common sense and provide a structure to go out and cold call effectively.
Etherington provides a reality check for many sales people on what I would call the "tacky numbers game", he explains that;
95% of sales people make the first cold call,
50% of sales people make the second cold call,
25% of sales people make the third cold call,
15% of sales people make the fourth cold call,
10% of sales people make the fifth cold call,
and just 5% of sales people make the sixth cold call and they take 85% of the available new business in any market.
A very good book about how important it is to have both structure and perseverence in sales in general and cold calling especially.
Highly recommended, especially in these credit crunch times.